Greg Giersch, on July 6, 2022
What is the best way is to start a conversation? Ask the other person a question.
We learn by asking questions.
Smart business people never stop asking questions. Your prospect probably forms their opinion about you based more on what you ask them, than on what you tell them.
“Judge a man by his questions rather than his answers” - Voltaire
The Center for Sales Strategy, on June 28, 2022
The things you do are often more powerful than the things you say.
New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale?
Imagine this.
You go to make a big purchase or do a major renovation such as a kitchen remodel. It's something you've been saving for now for quite some time. You've conducted exhaustive research on the colors you want, the styles you like, and the decorations you want to include. You've even made a visual board for ideas.
The time comes to get estimates and timelines from contractors. You go with the rule of 3’s for estimates, and after meeting with them, you finally make the decision. You understand that there will be a payment due upfront, and you agree to those terms.
The work finally starts, and surprise, there are costs that should have been included in the estimate that wasn’t. You feel trapped and frustrated.
Trey Morris, on April 28, 2022
If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'.
It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.
The Discover meeting is the most important meeting you will ever have with any client, ever! If improving sales performance is important, read on!
Trey Morris, on April 19, 2022
Don't do it. I know you want to do it, but you can't.
Seriously! STOP IT!
"Do what" you innocently ask?
Pitching your product or service in your first meeting with a new client.
"But…but…but," I can already hear your excuses.
"We are SALES people! We are supposed to SELL!"
Technically, yes, you are "supposed" to sell, but not yet!
Be patient. Follow the process. Trust the process. We have to slow down the sales process so that we can speed up the sale!
Greg Giersch, on February 22, 2022
Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series.
In the movie, Morpheus, describes the blue pill as waking up in your bed and believing whatever you want to believe.
There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. At least nothing in relation to your product or service.
The blue pill and red pill choice that Morpheus gives Neo in the Matrix comes into play in sales when you have insights. The red pill is one that may prompt the prospect to make changes in their status quo. It’s a choice the client must make for themselves, but your approach will have a great influence on that choice.
The Center for Sales Strategy, on February 3, 2022
New business efforts are full steam ahead!
As we help execute new business sales drives for different sales organizations from all over the country, we're uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.
Jim Hopes, on January 20, 2022
Perhaps you got excited when you read the first part of the headline.
I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist.
Sorry to burst your bubble.
The Center for Sales Strategy, on July 8, 2021
Have you ever come back to your office after a solid Needs Analysis meeting and shared the exciting news with your manager?
As you sit down to recap, your manager starts to ask you questions about the prospect, and you realize you can’t answer them.
Critical information that you need was never even discussed. The assignment that you uncovered and thought was strong is actually vague, and you begin to understand clearly that you're missing key pieces of information.
You start to deflate as you realize this meeting wasn’t as good as you thought after all.
The Center for Sales Strategy, on May 13, 2021
Our team coaches salespeople from markets across the country on tactical things they can do within their sales process to help them connect with a decision maker or decision influencer faster to grow their new business.
Many things can be done to accomplish this, but one that seems to be resonating with salespeople lately is identifying their target persona so they can clearly define WHO their target is and fine tune HOW they plan to approach a new business prospect.
This is not a new strategy, just one that is often overlooked.
